BDCs (Business Development Centers) have been in our industry for many, many years. However, in my humble opinion, now is the time for us to collectively do something differently. BDCs have tried and failed more times than probably any other process in the car business – but yet, we keep...

In our last article, we discussed the importance of having a firm grasp and understanding of what questions to ask and when to ask them. This understanding is critical to use face to face, but even more important when taking incoming sales calls. We even covered the difference between Open...

When we think of professionals, we often think of people that perform well in their their jobs because they have mastered the use of certain tools and personal skillsets. For example, a carpenter has mastered the use of a saw, a hammer, and other woodworking tools. A surgeon has mastered...

The telephone is more important in the automobile industry today than it was twenty-five (25) years ago. That is a bold statement, but as a General Manager the simple math justifies this fact. Years ago the consumer was only able to contact the dealership in a couple of ways they...

In our last article we made our case for phone training in the car dealership. Salespeople are at a huge disadvantage if they are not offered some kind of instruction on how to speak effectively to potential customers on the telephones. After all, in this the Internet age, a vast...

The Inbound Sales Call GET STARTED Who can do this job for me? In our last article, we discussed the dire need for proper sales training in the auto industry. With the advent of the modern technology and programming now being offered to dealerships, our people must be brought...

By Ted Schuler We discussed in our last article the importance of the telephone in today’s competitive business and the need for training with all your salespeople. The phone skills an individual has or does not have directly impact the business’ bottom line simply due to the fact that telephone...

by Ted Schuler “I know we are bad on the phone but I never seem to get around to fixing the problem.” Catch 22 (noun) – a dilemma or difficult circumstance from which there is no escape because of mutually conflicting or dependent conditions. Traditionally telephone sales training in the auto industry...

by Ted Schuler Last time, we spoke about the beginning of the Inbound Sales Call, or the Phone Up at your dealership. We concluded that this is how we should answer the calls: SMILE WITH A WARM FRIENDLY GREETING OFFERING ASSISTANCE Now our question is , “Why does it seem...